🚀Making a Big Impact Fast: The Art of Quick Wins in Sales Enablement

So, you’ve just landed a new Sales Enablement role and are pumped to make a splash. But hold on a second! You’re not running a 100-meter dash here; think of it more like an ultra-marathon. You want to get ahead, but if you sprint out of the gate, you might cramp at mile 17 (trust me, I’ve been there). Just like the turtle in the photograph I saw on yesterday's run, slow and steady wins the race (but not too slow!) The trick is to find the right balance between quick wins and long-term strategy. Let’s dive into how to make that big impact without burning yourself out or, worse, hitting a wall.

1. Talk Less, Listen More

You know the old saying, "You have two ears and one mouth for a reason"? Well, it’s true, especially when you’re the new kid on the block. Before you start throwing out ideas like confetti, take a step back and just listen. Meet with the sales leaders, the top-performing reps, marketing, product management, and anyone else who’ll talk to you. Understand what they need, what’s driving them crazy, and what’s already working.

By talking less and listening more, you’ll quickly become everyone’s favorite person because you show that you care about what matters to them. Plus, you’ll get all the details you need to figure out where to focus your efforts.

2. Identify and Tackle Low-Hanging Fruit

Now that you’ve got the scoop, it’s time to look for those easy wins. Every company has those little things that everyone knows are broken, but no one has the time or energy to fix them. Maybe it’s a clunky process, missing content, or a tool that’s more trouble than it’s worth.

If sales reps grumble about not having the latest marketing collateral, work with the marketing team to ensure those assets are easily accessible within your shared drives or CRM. It’s a small change, but it’ll make you look like a hero in no time.

3. Launch a Targeted Training Session

One of the fastest ways to demonstrate your value is by launching a targeted, live training session that addresses a specific pain point you’ve identified. Live training is your chance to make a memorable first impression! Don’t miss the opportunity to show the team you’re there to make an impact. Don’t just stick them behind a computer-based course right away; instead, get them into a live session where you can grab their attention.

Make your training exciting and engaging. You only get one chance to grab your audience, and they’ll start forming opinions about your training style immediately. Whether they look forward to your sessions or dread them often depends on that first experience. Sure, you can use computer-based courses to back up your live training, but start strong with live interactions that show you’re invested in their success.

4. Create a Quick-Reference Guide or Playbook

Sales reps are always on the move, even when they’re remote. Help them keep up the pace by creating a quick reference guide or playbook. Whether it’s a cheat sheet on product features, a guide to handling objections, or a roadmap to competitive positioning, make it something they can easily access in their digital workspace.

Keep it simple, straightforward, and actionable. The goal is to make it so easy to use that they don’t even have to think about it! Just grab, read, and go. And remember, you don’t need fancy tools or systems to do this. You can achieve a lot with simple one-pagers, especially with the tools available today. You don’t need to buy a learning management system or a content management system right off the bat.

In fact, one of the biggest mistakes you could make is to rush in, ask for a big budget, and launch one of these systems right away. See how long you can hold out without purchasing one of these. Focus on making an impact with what you have, good old sales tools, video editing software, live training, etc. The simpler, the better.

5. If It Can't Be Measured, It Can't Be Moved: Set Up Metrics Dashboards

Here’s a little secret: if you can’t measure it, you can’t move it. So, one of the first things you should do is set up a metrics dashboard. Track the KPIs that really matter, like win rates, pipeline velocity, and quota attainment. This isn’t just for fun (though data geeks like me might disagree); it’s about showing your impact.

And don’t go it alone! Sales Operations can be your best friend here. These folks know their stuff and can help you set up dashboards to make you look like a rock star. Collaborate with them on the metrics you know you’ll need, and you’ll be off to a great start.

6. Leverage Quick Wins for Long-Term Strategy

Quick wins are great, but they’re just the beginning. Use the momentum from these early successes to build out your long-term strategy. If that targeted training session was a hit, consider expanding it into a full-blown onboarding program or a continuous learning initiative.

The idea is to turn those small victories into something more significant and impactful, creating a foundation for ongoing success.

7. Pace Yourself: The Ultra-Marathon Mindset

Remember that ultra-marathon analogy? Well, it’s not just a clever metaphor. In a 50-mile race, you can’t sprint the whole way. You need to pace yourself. Start strong, but don’t go so fast that you burn out before the finish line.

When you first get into a company, you’ll probably start by setting up a charter and maybe even creating a 90-day plan. Now, I know a lot of successful Sales Enablement folks, and if you ask them if they’ve ever stuck to their 90-day plan, they’ll probably laugh. Things move fast, and plans change, especially when you’re putting out fires left and right. But here’s the trick: pace yourself, and don’t be afraid to adjust as you go.

8. Align with Leadership: Prioritize, Prioritize, Prioritize

Here’s the kicker: no matter how many quick wins you rack up, if they’re not aligned with what your leader or their boss really cares about, you might be spinning your wheels. Prioritization is key. You can’t do everything in your first week, but you absolutely need to focus on the high-priority tasks that will make the biggest impact, especially those tied to bringing in more revenue.

Making an impact is directly tied to bringing in revenue. From the moment you start, remember that your mission is to help drive revenue growth. It’s great to build out 15 different training courses that look polished and professional, but always ask yourself: “Does this training course help bring in revenue? Are my actions driving revenue growth? Am I making an impact where it counts?”

Because at the end of the day, that’s what really matters.

Key Takeaways

1. Talk Less, Listen More: Start by listening to your team and stakeholders to understand their needs and challenges. This will help you prioritize your efforts effectively.
2. Tackle Low-Hanging Fruit: Focus on quick wins that address obvious problems or gaps. Small changes can make a big impact early on.
3. Prioritize Live Training: Engage your team with live training sessions from the start. Make them interactive and memorable to set a strong foundation for future learning.
4. Leverage Simple Tools: Use simple one-pagers and existing tools like video editing software for quick-reference guides and training materials. Avoid rushing into big-budget solutions too early.
5. Measure Your Impact: If it can’t be measured, it can’t be moved. With the help of Sales Operations, set up metrics dashboards to track key performance indicators and demonstrate your value.
6. Pace Yourself: Approach your role like an ultra-marathon, not a sprint. Start strong, but don’t burn out—adjust your plan as needed.
7. Align with Leadership: Prioritize tasks aligning with leadership’s goals, particularly those contributing to revenue generation. Always ask if your efforts are driving the business forward.

Questions to Ponder:

• How do you balance the need for quick wins with the long-term success of your Sales Enablement initiatives?
• What strategies have you found most effective for making a quick impact in a new role?

If you need help in your first 90 days and need some ideas for quick wins, please contact me. I'm eager to assist! If you need help shaping up your 90-day plan, I can help with that 90 days from now too 🤣